Thu.Jun 21, 2018

article thumbnail

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

The Center for Sales Strategy

Perhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.

article thumbnail

Managing Healthy Tension Between Consistency and Flexibility With Your Sales Team

Openview

As a sales leader, you have to make a choice each and every day. Do you control your sales process to the point of scripting out calls and messaging word for word, or do you let your sales professionals express their individuality and give them complete flexibility? Most sales leaders would say that neither of those options is the right one. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.

Hiring 67
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Sales Automation: Friend or Foe?

DialSource

It’s no secret that sales automation can increase productivity, cutting 8-12% of production costs and increasing sales by 10-30%. The technological miracle of automation seems to good to be true. And in some cases, it is. It’s simply not possible to automate every aspect of sales, but that doesn’t mean you shouldn’t automate anything at all. On their blog, AirVM advises that “it’s important to think strategically about what automation is necessary and what is not,” because it’s not really possib

article thumbnail

42 Tweets from the 2018 Growth Acceleration Summit

Zoominfo

On June 18 th , 2018 ZoomInfo held the 3 rd annual Growth Acceleration Summit —a premier B2B sales and marketing conference that allows the best and brightest in the industry to network, learn, and enjoy the city of Boston. This year’s professional event featured industry legends, experts, and best-selling authors like Earvin “Magic” Johnson, Jay Baer, Grant Cardone, Neil Patel, and Michael Brenner.

article thumbnail

Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

article thumbnail

Major New Advances in Applying Market Intelligence to Revenue Growth

SBI Growth

On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company? Many companies are flying blind, and this is especially true with B2B companies. Company leaders.

Marketing 144

More Trending

article thumbnail

Your Data and Governance Processes Are Slow and Inefficient, What Now?

SBI Growth

As a chief executive, you need access to real-time, credible, actionable intelligence. Unfortunately for many organizations, data is spread across siloed legacy systems. In order to grow revenues faster than your industry and competitors, you need a culture-shifting strategy centered.

article thumbnail

Will ?Demo Automation? Work for Your B2B Sales Organization?

SBI

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less. He had a mandate to decrease costs to improve profitability by increasing margins.

article thumbnail

Use This Tool to Calculate Lead to Revenue

Pointclear

Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results.

Lead Rank 100
article thumbnail

6 Ways to Stay Focused and Crush Your Sales Execution

Jeff Shore

By Ryan Taft. I had a lengthy discussion with my good friend and business coach Mike Calderwood about barriers to effective sales execution. Specifically, what holds people back from crushing it on sales execution? Mike said something that caught my attention. He said that most people have “A.D.D.”. Now, he wasn’t referring to the A.D.D. that you and I usually think of.

article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

article thumbnail

Heidi Grey, Skilljar & TheRougeEssentials.com: Balancing Your Career With a Side Hustle & Passion

Close.io

Episode #13: Close.io Women in Sales Series. Listen: Soundcloud | iTunes | Your Favorite Podcast App ??. Watch: YouTube. Previous Guests : All Episodes. Heidi Grey is a Strategic Account Manager at Skilljar and the founder & blogger of The Rogue Essentials ( www.therogueessentials.com ), a fashion and lifestyle blog focused on inspiring women to go outside of the norm to curate their own list of essentials.

Fashion 107
article thumbnail

Are You Asking Clients and Prospects the Right Open-Ended Questions?

SalesLatitude

But I am asking open-ended questions! Many of us have heard this a million times from sales teams when they talk about client or prospect discovery meetings. I am not immune to it either; I tend to ask closed-ended questions if, and only if, I do not plan well for the call or meeting. . Planning Is the Key. Planning for your client or prospect meeting is key, but it needs to go beyond deciding on which questions you will ask and how you will ask them.

article thumbnail

How to Create a Chatbot From Scratch In Under An Hour

Drift

There’s one phrase that can both inspire and terrify a marketer at the same time: “We need to start using chatbots.” Why? Because modern marketers understand that anytime you launch a new marketing channel, there are logistics to consider — and with chat, you’re essentially providing a whole new way for your prospects and customers to connect with you.

article thumbnail

AI for Video Coaching: 3 Practical Applications

BrainShark

Sales organizations are becoming a significant adopter of AI. Gartner reports that by 2020, 30% of all B2B companies will employ AI to augment at least one of their primary sales processes.

article thumbnail

ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

article thumbnail

12 Examples of Work/Life Balance Initiatives

criteria for success

As a leader, you are in a unique position to help your employees find a better work/life balance. But it can be hard to find ideas! In this post, I’ll share 12 examples of work/life balance initiatives for you to consider. Remember, as an employer, helping your employees improve their work/life balance will help attract [ ] The post 12 Examples of Work/Life Balance Initiatives appeared first on Criteria for Success.

article thumbnail

How to Create a Chatbot From Scratch In Under An Hour

Drift

There’s one phrase that can both inspire and terrify a marketer at the same time: “We need to start using chatbots.” Why? Because modern marketers understand that anytime you launch a new marketing channel, there are logistics to consider — and with chat, you’re essentially providing a whole new way for your prospects and customers to connect with you.

article thumbnail

How to Select the Right SaaS Provider for your Business

LevelEleven

Software as a Service (SaaS) solutions deliver web-based applications over the internet. In an increasingly digital world, these types of applications continue to evolve exponentially making it one of the most widely used technologies for modern business. So why are SaaS solutions so valuable and how do you select the right SaaS partner among a growing landscape of competing providers?

Scale 61
article thumbnail

How To Make Sure Your Account Executives Have Every Advantage

Veelo

The pressures on account executives have never been greater. Quotas continue to rise year after year, and competitors are a constant threat. But if you want to give your account executives the advantage, you need to do more than sweeten their comp plan. Empower your team with sales enablement best practices, and watch their productivity soar. […].

Account 65
article thumbnail

Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

article thumbnail

Low Price Does Not Guarantee a Sale!!

Pipeliner

Many years ago I met a prospect. It was a printing & publishing company. The lead time in each stage of the Sales Process was very high. I understood that the prospect definitely had a requirement, had budgets & was the decision maker. Yet the sale didn’t happen. It was a private enterprise but for all practical purposes, it looked like a Government Agency.

article thumbnail

Onboarding Multi-Generational Sales Teams

SalesLoft

The key to a successful onboarding program is flexibility and personalization. There’s no one-size-fits-all solution; a tailored onboarding experience is critical for creating successful employees from day one. Flexibility is important when onboarding multi-generational salespeople. Differences in age and experience bring a wide range of challenges.

Hiring 52
article thumbnail

How Professional Bias undercuts Productivity and Profitability

Babette Ten Haken

All of us experience professional bias and professional intimidation at some point during our careers. However, some of us continuously experience this type of workplace intimidation on a daily basis. Why is that? Ultimately, Yesterday’s business models tend to reinforce departmental silos and, what I call, Us versus Them mindset. This mindset places people in competitive or adversarial situations, rather than collaborative ones.

SME 53
article thumbnail

Storyboard Sales Play #5 ? Role/Function Guidance

SalesforLife

For our fifth and final sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking,” Storyboard Sales Play #3 – “Market Intelligence, ” Storyboard Sales Play #4 – “What Does the Emerald City Look Like?” ), it’s time to switch gears and think about how you help people, not companies.

article thumbnail

How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

article thumbnail

From Dispositioning Meetings to Task Management ? Popular Salesforce Action Button Use Cases

Troops

A few weeks ago, Troops launched our most anticipated functionality to date: Action Buttons. TLDR: you can now easily create customized actions that range from updating Salesforce fields, creating Salesforce objects, making calls, sending templated emails, and linking anywhere across the web. So far the feedback has been tremendous… One person even told us they stopped smoking because of them!

article thumbnail

Make Machines Your Sales Practice Servants

Allego

With so much media attention devoted to AI, machine learning and job-stealing robots, we sometimes forget that digital technology was designed to be our servant, not vice versa. Rather than focusing on what machines can learn from us (or each other), sales coaches should look to how machines can enhance human learning. Digital learning tools are especially useful, if not critical, when a sales manager must coach a distributed team – one spread across multiple cities or even multiple continents.

article thumbnail

How Systematic Lead Scoring Helps You Win More Sales

Vainu

Tick tock, tick tock, tick tock. There’s little to no rest in sales. Every week, month or quarter the countdown starts over, and you (or your team) are racing to hit quota against that clock. Time is a commodity in sales. (Like you didn’t know that already.). There are numerous ways in which you can streamline your sales. One useful way to save time and increase sales is to make sure you’re processing high-quality leads, and stop wasting time on dead-end ones.

article thumbnail

The Cause of Most Lost Sales

Engage Selling

Have you ever taken a serious look at your pipeline? There are likely a few extremely valuable clues it’s trying to tell you! Let’s take a deeper look at this.

article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

article thumbnail

How to Capitalize on Sales Data as an Asset

Xactly

Availability and analysis of data is a hot action item for organizations today. Every company wants to have access to the right data to analyze and drive their future business decisions and ultimately achieve their business outcomes. In the Sales Performance Management (SPM) industry, the use of data has caught on, and organizations are looking to use data to effectively plan, improve their compensation process, and optimize their sales performance.

Data 51
article thumbnail

Facebook Live Video: The Double-Edged Sword of Stress

Engage Selling

Stress and sales. It’s not what you think it is. Watch this video and learn how to use stress to your advantage. Everyone, in every profession, faces stress.

article thumbnail

You've Attended Sales Training: Now What?

Selling Energy

Businesses spend more than $70 billion each year on sales training. That averages out to $1,459 per salesperson annually, which is 20 percent more than companies spend training any other kind of employee. However, studies also show that sales reps forget more than 80 percent of what they learn in training within 90 days. Does that mean training is a waste of time and money?